Group Practice Engagement Manager - ENGG

Infosys

Posted on : 29-08-2025

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1 Vacancy

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Job Location

Paris - France

Monthly Salary

Not Disclosed

Salary Not Disclosed

Vacancy

1 Vacancy

Posted on : 29-08-2025

Job Description

Role InformationRole Group Practice engagement ManagerRole Designation Group Practice engagement ManagerCareer Stream Global MarketsCareer Sub Stream Client ServicesReports to Client Partner

Billable Role (Y/N)

NSupervises Manager Client Services

Billable Utilization

Financial Size

(Revenue/ Budget/Span)

$117 M p.a.

Incumbency

(Single/ Multiple)

Multiple

(Direct & Indirect reports Single/ Multiple locations)

Number of Direct reports : 3-4 EMs

Location

(Onsite/ Offshore)

Onsite and Offshore

Operating Network (Internal)

Group Head - Sales & Marketing Practice Engagement Manager IBU Unit Sales Head IBU Segment Head and HBU Segment Head and IBU BDM.

Operating Network (External)

Clients (CXOs Business Leadership IT Leadership and below Procurement office Client Audit & compliance).

1Group Practice engagement ManagerBE/Liberal Arts graduate with 16 years or MBA with 14 years experience. Experience in Business / IT Consulting preferably with the big four and experience in the local market.
3Group Practice engagement ManagerCreate HBU specific sales plan provide targeted HBU pitch sales collateral to customers while collaborating with IBU BDM / Group Manager - CS build internal consensus and priority for opportunity. Review preparation and outcomes with HBU Manager - CS in proposal negotiation closures and for MSA / contracts. Act as an escalation point if necessary sign of SOWs / contracts follow up if necessary on payment release disputed invoices WITH AN OBJECTIVE OF ensuring achievement of sales target as per plan adding existing Infosys customers to the HBUs customer base and increasing HBU footprint in existing HBU customer accounts prioritizing sales effort and resources to maximize chances of winning WITHIN the set of assigned accounts.

Areas of Responsibility

Sales Planning & Review

The group Practice Engagement Manager creates HBU - specific sales plan in conjunction with IBU Unit Sales Head IBU Segment Head and HBU Segment Head. S/He signs off on target account list to ensure achievement of sales target as per plan.

Market Development

The Group Practice Engagement Manager routes the requests in their portfolio provides input and participates in specific events to corporate marketing. S/He writes white papers on trends; gathers information from market on competitive positions of service lines; pilots innovative pricing schemes; evangelizes service lines through pilots to support revenue growth outside the account and increase ROI.

Customer Prospecting

The Group Practice Engagement Manager ensures HBU provides the right sales collateral visits prospects with the IBU BDMs to win more customers for his / her HBU and Infosys. Visits Infosys customers to provide targeted HBU pitch leveraging existing presence and account context to add an existing Infosys customer to the HBUs customer base.

Opportunity Identification & Qualification

The Group Practice Engagement Manager builds internal consensus and priority for the opportunity to prioritize sales effort and resources to maximize chances of winning.

Proposal Development

The Group Practice engagement Manager reviews work and helps with approvals internal to the HBU. Performs the HBU Manager CSs role in his / her absence so as to the support him / her while also considering the HBUs targets.

Proposal Negotiation & Closure

The Group Practice Engagement Manager reviews preparation and outcomes with HBU Manager CS and act as an escalation point if absence of the HBU Manager - CS perform similar role to that outlined for him / her.
External: Set up and facilitate proposal-coaching sessions between client and pursuit teams technical / domain experts drive client consensus neutralize opponents articulate business value and drive pricing to articulate business value and win the deal at the right premium.

Contracting & MSA

The Group Practice Engagement Manager reviews the preparation and outcomes acts as an escalation point if necessary. Provides HBU-specific inputs to and can be the point-of-escalation if needed so as to ensure quick closure of the contract with an acceptable level of risk to Infosys.

Account Planning & Review

The Group Practice Engagement Manager reviews HBU Manager CSs account specific plan to ensure planned growth for the HBU (revenue margin utilization) so as to grow the account as per plan.

Account Mining

The Group Practice Engagement Manager prepares for client meeting as per guidelines and participates actively in client meetings. S/He works to close any opportunities generated to expand HBU footprint in account as per plan. S/He performs the HBU Manager CSs tasks in his / her absence.

Account Operations

The Group Practice Engagement Manager signs off on SOWs / Contracts and follows up with the client to sign SOWs (all for the HBU) and upload into OMS. S/He resolves any disputed amounts invoiced follows up with clients for release of payments; identifies list of clients for CSAT and follows up if necessary for CSAT and ELF to minimize revenue leakage for services delivered and enhance client satisfaction.

Relationship Management

The Group Practice Engagement Manager reviews and organizes support for HBU Manager - CS. S/He performs the activities in his / her absence so as to position Infosys as a trusted easy partner to do business with.

Merger & Acquisition

The Group Practice Engagement Manager qualifies opportunities from the field / clients and passes on to Segment Head. S/He reviews and finalizes the business case for evaluation by Segment Head in order to improve Infosys competitive position and market share in that segment.

People Management

The Group Practice Engagement Manager mentors account team works closely with Delivery Managers / Heads to provide development feedback for senior delivery team members of the account management team coaches direct reports the absence of the Manager CS to improve CSAT ESAT and de-risk the engagement. If HBU Manager CS id present s/he supports him / her in their addition s/he participates in recruitment for own portfolio and the organization and uses wider visibility to provide developmental opportunities as needed.

Organization Initiatives

The Group Practice Engagement Manager leverages account context to present these favorably to the customer to get added learning and growth opportunities and additionally contribute to the organization.

Knowledge Skills required for the role

Knowledge:

Skills:

Performance Measures

Sales Planning & Review

18 month Revenue Profitability Service Line (i.e. HBU) Mix as % of total account revenue.

Market Development

YoY increase in anticipated margin for the account portfolio Number of white papers published.

Customer Prospecting

Number of NAOs for the HBU.

Opportunity Identification & Qualification

Number of requests for proposals for deals > USD 10 M - could be sole sourced or not.

Proposal Development

Average Infosys PAT across the proposals submitted; average HBU PAT across the proposals submitted.

Proposal Negotiation & Closure

Dollar proposals won; Number (and $) of proposals won / Number (and $) of total proposals submitted Negotiation effectiveness Final Price / Going-in price.

Contracting & MSA

Contract / SOW risk rating below XX (as per the grading exercise being carried out in CMS).

Account Planning & Review

HBU Revenue; HBU margin; number of large deals; number of new buying centers.

Account Mining

Number of new buying centers; $ from new buying centers; number of new service lines and $ from new service lines.

Account Operations

DSO days; CSAT Score; ELF score.

Relationship Management

Number of client escalations to next (Segment Head) level; number of CXO meetings; CSAT; ELF scores.

People Management

ESAT CSAT EM Attrition.

Required Experience:

Manager

Employment Type

Full Time

Company Industry

Key Skills

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About Company

Infosys

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